Negotiate with Confidence: 5 Tips for Success
The hiring process can often be long and intimidating, but once you reach the job offer phase, you can finally see the light at the end of the tunnel. At this point, you and the employer have invested a lot of time and energy into this process, and you may feel tempted to accept the job offer immediately. If there’s one thing you take away from this blog - it is to ALWAYS negotiate and ask for what you deserve. While the idea of this might seem stressful, hiring managers actually expect it! One
survey found that 70% of hiring managers expect candidates to negotiate their salary and benefits, while another
survey found that over half of candidates never, or rarely negotiate at all. We understand that this sounds tough at first, but just remember, negotiation is meant to be a collaboration, NOT conflict. Here you will find our best tips for success and how to negotiate with confidence! Let’s dive in.
1. Prepare & Practice
The first and most important step to negotiation is to do your research. Having a good understanding of what you are going to talk about is key to going into the conversation with confidence. Be sure to research the company, their history, the role you are being offered, and most importantly, the average salary range for that position in the market. If your main goal is to negotiate your salary, you will want to know the national average salary for the role, the average in your geographic location, and what similar companies are paying for that role as well. Sometimes hiring managers will start the offer at the lowest rate they can, so knowing this information will allow you to support your case with facts.
The next step is to build your case. Prepare all your points that you want to discuss with the hiring manager including your experience in the industry, education, special skills, licenses/certifications, and results. You will want to provide solid and relevant examples from the past of why you will be beneficial to the company and why they should invest more in you.
After preparation comes practice. Before approaching the conversation, practice your delivery as much as you can whether it’s to a friend or to the mirror. The more practice you have, the more confident you will be. Remember to be direct in all your points and of course, believe in yourself!
2. Turn Anxiety into Excitement
We all know the feeling of getting those nervous jitters before an important conversation. Our best tip for you to handle this situation is to channel your anxiety into feelings of excitement. Remember to think positively throughout the process and to truly believe that the employer needs what you bring to the table. If you lead the conversation with gratitude and excitement, it is likely that the hiring manager will view you in a more positive light and will be more willing to negotiate.
3. Silence Strategy
Silence is a powerful tool when it comes to negotiation. Usually, when we’re in important conversations, our natural instincts are to respond right away. But in a negotiation, this tactic does many things. A pause before speaking not only shows that you are an active listener but also allows you more time for contemplation and consideration. If the hiring manager were to make an offer below your expectations, it may be to your advantage to stay silent for just a moment. The lack of a reaction might make the other party feel uncomfortable, which could help sway them into giving a better offer that satisfies your expectations more. Use the silence strategy to your advantage when you can, but make sure not to overdo it.
4. Ask Questions
You can almost always benefit from asking questions during the interview process whether it’s during the initial interview rounds or during offer negotiation. Asking questions shows that you are engaged and helps you gather information to be used during negotiation.
Questions you may want to ask could be, “What is your budget or salary range allocated for this position?” or “Besides salary, are there other components of the compensation package that may be negotiable?”. If the hiring manager shares a salary range with you, another great question could be, “What are the differences between a candidate that would make $X vs. a candidate that would make $Y?”. This would allow you to hear the specific skills and qualities they are looking for in a candidate who receives a higher salary and you can use those points during your own pitch while negotiating. Asking the right questions is important - so remember to always remain open for discussion and stay flexible while you are negotiating.
5. Gratitude Sandwich Method
The gratitude sandwich method is a fantastic approach to use while negotiating in order to make your requests in a positive and respectful way. Here’s how it works:
Express gratitude: Start by showing your appreciation for the opportunity by saying things like, “Thank you, I’m excited about this opportunity”, “I am looking forward to being part of the team”, etc.
State your requests: This is where you discuss what you would like to change in the offer. Then, give your reasonings for why you deserve more by saying something along the lines of, “Based on my ability to do x, and my experience in y, I am expecting z.” Do remember to keep it short and sweet!
Reiterate gratitude: Close your statement by reiterating your appreciation and interest in the opportunity. “Thank you again, I’m looking forward to hearing from you”.
This method is effective because it sets the conversation off on the right tone and also shows that you aren’t primarily focused on getting what you want, but also that you appreciate the opportunity and relationship.
Negotiation is not just a skill to use to make a transaction. It is an opportunity to build relationships, to learn, and to shape outcomes for yourself. As you take on your next negotiation, we hope that you use these tools and are successful in achieving your goals. Happy negotiating!